How to Sell Better with Marcus Chan
How to Sell Better with Marcus Chan
here's his LinkedIn:https: //www.linkedin.com/in/marcuschanmba take a look at his websites: Donnie Tuttle (14s): What is up Sell Anywhere listeners and viewers, those of you who've realize that your talent is not limited to your zip code, whether you were forced into it by COVID or whether you've chosen this life of adventure. I get to, I get to, I get to live a life that I don't know pinch me. Sometimes I get to hang out with my heroes. I get to hang out with people that I see say things and a, and let me get to have conversations with them. Donnie (47s): And so you were going to, you're going to get charged up. This guy is already is bringing the energy and I just had to stop talking to him and throw him right here on the Podcast and in. So I'm going to get to know him at the same time. You are person to person. Welcome the one and only Lisa on my show. Marcus Chan and Mark is before you'd tell us what you do, man. Tell us where you're at. Alright, so a Hey Donnie, my absolute pleasure to be on a, this show today. Marcus Chan (1m 21s): So I'm, Marcus, Chan I'm out in Portland, Oregon on the West coast, Portland, Oregon. And of course, sounds like as a, right now as a recording, it's on the news everywhere. Cause of all the crazy thing that were happening, but I'm totally safe, just so you know. Okay. All right. So did a, like, are we in there, is this space that you have overtaken and made your own, or is this your home office that we're looking at? This is ms. Is my home office right here, right here, right here. This is where all the magic happens. Love it because it looks like you were settled in. 1 (1m 51s): I see charts. I see books. I see magical sayings behind you. How long have you? Thank you. Build this environment. I man. And do you worked anywhere else or has this, the, the, the, the main, the main place where the back way, this is where this is a ride. You everything. I mean, this, this whole thing probably took off the books are, you know, behind me, you are a man that's probably taken or just a year ago, over the years, collect in the books. Right. So that that's been ongoing thing, but actually organized in this whole place, I'll know an hour. 1 (2m 22s): That's so pretty easy organized. It is, is Marcus Chan (2m 25s): this the bat cave or do you have other places where you've worked from this? Is it I. I like to, I'm pretty fortunate to have my own a home office. So I really liked to have that separation, right. So I can turn the brain on and off, right. For family time. And you have a little bit of separation from everything else to, to give a a hundred percent, whenever I'm doing now, obviously four home with kids. So they fly in here and, you know, sometimes just toys anywhere in here and that kind of clean up, you know, you know how it goes. 1 (2m 53s): So I do, I do know how that goes. As a matter of fact, when first started, my coach had to give me a sign that, that people would hang on the front of their business. It would say open or close for business. And the kids knew that they couldn't come in during that time. So bring us into what you do, right? Some of us get to, we get to do the things we love. We get in, in, in some of us have figured out the people we love doing it four. 1 (3m 23s): And I think that's you, I think that's you, every time I read your stuff, and by the way I found Marcus on LinkedIn, just sharing some absolute fire. And every once in while you see me spit some of his stuff out or share it or repost it or whatever, and that's where I found you, but you get to do what you love with who you love. So tell us about that. Yeah, absolutely. Right. And you know, ah, so, ah, I'm the founder of a chemical, a Bentley consulting group. And I work directly with B2B sales professionals who help them sell more, earn more, regardless of media use of experience and a, I love absolutely love, but what I do because I get to work with a people that, you know, that's where I started and help them really develop the skills, achieve their goals, their dreams, their desires, everyone they want in life. 1 (4m 8s): And that's a very, very powerful for me. Love it. And by the way, I just not realize that we are twinning. So looking at this, we gotta have to take a little quick snap shot for those of you who are listening. Thank you for humoring. My weird humor. Marcus how did you get to that place? Because for me, I don't know. It didn't happen on purpose. Like actually sails was the one thing I said I will never do. And I learned a lesson. 1 (4m 39s): Never, never tell anyone that you'll never do anything. And for a, for a few years of my life, it felt like I felt like I had to become another person. It felt like an itchy suit. It felt like it didn't fit. And finally, one day someone helped me to own my self in the process. And like in LA it was like bolt of lightning. And now I know who I am and now I know why I'm here. And sales was the greatest enabler of my life. So how did you, how'd you get here, man? Like, was this on purpose? 1 (5m 10s): Are like, like talk to us. Yeah. You know, what's interesting as M you know, I think like, like many people, you know, when you grow up, you always, you know, maybe we'll feel that they're destined for something greater. Alright. And I'm growing up as a kid. I've always felt all his death that's him for something greater. However, I never knew what that was. And I remember, you know, when I graduated from college, I didn't know what I was gonna do. You know, my parents, they really wanted me to be a doctor, a lawyer, an accountant, some all his lines. 1 (5m 45s): And I didn't do any of those things. And you know, why decided to go into the sales? And it wasn't a decided to go into the sales. Right. It was more so because of what was basically, you know, pitch to me, if you will, it was a working for 2 (5m 58s): A start to envision to build something from scratch. And that mission to me was very, very powerful. And it was funny cause actually that was really fortunate. I to five job offers on a table and I turned on all of them, which were paid a significantly a lot more like this ones like a 29,000 or based salary, everything is like a 45 to 60 K base salary. So not to the lowest one, right. That commissions tied to it based off a potential mission to build a business from scratch to a pioneer And. And to me, like, what's interesting about what made that decision. 2 (6m 30s): I'm a, my parents, we're very much against it there. Like, Oh, what are you doing? Like, you know, the comedies start to get a kind of a weird on us. You should be, should take this job on the bank and should, I can think of the analyst's job. That's more stable and you can go into a sales and I'm like, well, no, I'm building a business. I wasn't willing to admit it was sales. I really wasn't. And when I started, it was hard, right? Like I wore suit or an itchy suit, our about a starch, a white shirt. It was a hard job. And it was, and I struggled. I was the worst rep. 2 (7m 2s): Eventually I eventually figured out how to sell effectively and then was fortunate, have some pretty cool success. And then, you know, I got promoted multiple times for the next several years and I built multiple seven figure operations. And even that point, I will still not willing to emit, but I was in sales. Right. And it was only when I made a jump into Lidl, what do you call yourself instead of sales? Because we have all of these creative titles. Right. I'm an account specialist. 2 (7m 32s): Right, right, right, right. I'm like, Oh man. And it was funny because even when I made a jump to another company, right. And I'll scan to make the jump, I was having lot of success and I've made that jump and to outside sales roll and my title is like so many different, a swell at the time. Right. And I wind up and then I jumped and I was able to repeat my success pretty quickly. And I was like, that's when I'm like, Oh man, I really, I kind of liked the sales guy actually. And this is like years after I graduated at this point. I'm like, I can't, I'm actually kind of decent on the right. 2 (8m 3s): And then of course I was into the leadership role is developing leaders at a turnaround at the worst team in the company. And to start turning out high performing sales professionals. And that I'm like, huh, my stuff really works anywhere. And everywhere. That was like an aha, like, wow. Like, because that changed combo. So a little bit hesitant on like, but now I'm like Wow. And then I eat at this point, you know, I have been in corporate American for almost 10 years. And a lot of people, my friends, family reached out to you for a, you know, sales advice and I guide and coach them on. 2 (8m 35s): I really enjoyed that. I really enjoyed the teaching aspect of their art, but more importantly, when they're able to apply and get results that I love that And at that point, you still didn't know. You know, I still in corporate America is looking at, you know, look like what I'm doing. And then I got promoted to a role where a, I wasn't on a regional director role at a large, large, at 85 reps at a time over multiple States. And, and I was able to replicate everything again. And I started seeing how good to start scaling. I'm like, I'm able to scale what I've been doing. 2 (9m 7s): Right? Like, like the, the insecure guy who didn't want to call him to get a sales person has only figured out how to sell factor. They have to teach people at scale. And that was an aha in my head. And then I'm like, okay, what else could I do with, and how could I scale this life skills further? Right. So then, you know, at that point, you know, I had started to learn about internet marketing and PR and people at that point for a couple of years, or just saying, Hey, listen, like you were to promote it 10 times, 10 years you'll achieve Al's results. You're training all you want to always word, you were turning around these decimated teams' you should read a book. 2 (9m 40s): So like, Oh, OK. So a couple of my books, and then I started to sell them online. And that was like an aha, because it's very weird to wake up and have like a $9 payment from some random person on your phone. And that was like, huh, there is something here. But I knew that, you know, when you're a high performer, it's really hard to leave a very high paying job for $9. Any book you really, he is. So that's actually what I decided, how can I scale it is the next level. And I learned how to build an online digital program and basically build a comprehensive digital program that he is a to Z, had a prospect and close aide is a whole lot of process. 2 (10m 18s): And took me two is about that kind of a trial. I was travelling quite a bit. I mean, my team, I grew up to 110 employees and I mean, I was in hotel room a hundred units a year. So I build this all my free time. Alright. And, and I do the soft launch last year and 2019 and sell some copies, write, and then start sell more copies. And that as a more expensive item and people start getting results. People that didn't know, I'm like, Holy crap, like this is like, this is amazing. So I basically just like, you know, want to like to take it to next level. 2 (10m 51s): For me, it truly impact more people out at scale. The only like I can do is, is do my own thing. Like I loved what I did had a big team, a great reputation was my last company for almost nine years. And like, you know, if I really want too, this is like, this is my calling to build a legacy. And to really, it was the next level. I need to release myself from any type of bond that holds me back. Right. And I had golden handcuffs. So I had a bunch of stock I was going to best to write. 2 (11m 23s): I also had, you know, my presence called Tripp, you know, this is the top of a leap, a trip that's happening this summer. Right. So I'll be okay. Now what I'm going to go on a trip, which was an August. And then after my trip, I have an to stock on the best route before of that. But I also knew we in an earnings call, that's gonna happen like, you know, third week of September. So I'm going to wait till that earnings call. So I knew the stock stock would go up outta cash on my stock, out of room for the next day or so. I plan that out. So from there, I've mapped out really in my whole business on the house and I'll base have launched my business if, get a big impact on the world, help help sales people across the world. 2 (11m 57s): And I quit my job September 19th, 2019 has started my own business and its been an amazing journey. And it is obviously there's challenges look at anything else, but, but that's how I came to Bebo Ryan today. It wasn't like, I'll walk up, like I'm going to do this business 10 years ago. It took time. It was a journey to get to that point. So to have a long answer to, I love it while there's, there's a lot of things to mind from that, man. I always, I always look at the golden handcuffs and, and regardless of what color they are, they're still hand Tufts. 2 (12m 29s): Right. And being bold enough and brave enough to step beyond that. There's usually some pain associated with that. Right. And some fear and boy, the Like same, same thing from me a couple of years ago. And it felt like I was walking out on a high wire with no net And I naked and they were firing bullets at me. And I don't know, like it was like, you know, and the, in the high wire was on fire. How did you, you know, how did you, how did you choose legacy? 2 (13m 2s): Like what, what helped you to be able to do that? Yeah. What's interesting is M you know, the walls things where I think is there a certain times in, in your life, when you look back, you're like, that was the moment, this thing, ah, this person, this event, this thing I'll read this This aha. Right in. And for me, you know, like it's, it's one of the things we're, you know, in life, we all know many of us have means goals verses ends goals. 2 (13m 35s): Right? A lot of times those means goes to like, Hey, I wanna hit a certain income each year. I'll want you to get married on a, buying a house. So I want to do this. I want to get this promotion. Right. Those are means goals. Right. And when you think about this, when you uncover your end goals, like where do you eventually want to kill? What do you eventually want to achieve? Right. You started thinking a different way. Right? And for the longest time I was chasing means goals. And I didn't realize all is chasing means goals. I'm going to get this promotion. I'm going to give this title. 2 (14m 6s): I'm going to get the stock. I'm going to give this award. I want, I want this. I wanna own that. And that was really cool for sure. But when you, as you a and you start to experience more to learn more, you start realizing I was chasing the wrong things. Right. I was chasing means goals. And for me, I'm like I had to get clipped on my end is goals. Right. And it was getting clear. My end goal is a number one. You know, what do I want to be known for? And I read a book in this book. I remember it was when it really hit me. This must have been six, 216 and 17. 2 (14m 38s): Whenever I read the book, it was Brendon Burchard's high performance habits. Yeah. Maybe great. But nominal book. Right. And he talks about, for him, he realized live, love matter. That was his theory. And to me it's then I'm like, huh? Like, you know, I have been very fortunate that I have not been an in a near death experience. That's how you uncovered his, but I really dig deep into my heart, into my soul and really say, Hey, listen to what if, how was to pass tomorrow? Like what three words will, I want people to say about me? 2 (15m 8s): Yeah. What were they look like? But I don't want them to say, Oh, you want this award? Or, you know, you do this. I'm like, I wanted you to look like, how do they really impact them? Right. And that's when I realized, Oh, I'm like, OK. If I had three words, it would be legacy influence and love. And, and what I realized that that was a shift. It was like, it was, it was almost as if like, you know, like before I LASIK surgery from my eyes, I thought everything's okay. 2 (15m 38s): And that got a laser. I'm like, Oh crap. I can see everything. I can see the detail on the back of that beetle. You know? Like, Like you suddenly, I can see at another job, you have more clarity than ever. And I thought I had clarity, but it wasn't clear enough if this wasn't a massive clarity, those things that change. What I had to do that changed how had a plan that changed the strategy and made me thinking of a bigger level. And that's when and what are you do that your life changes when he can get that level? 2 (16m 10s): It really does his thing. I have a feeling I'm not quite clear yet. That might be more, I just don't know, dude, dude, I love it. Now for those of you listening, we're going to get into the sales stuff. And, and I promise you that because there's no way I'm going to talk to Marcus and not into that. But man, there's a, there's a couple things I just wanna add on top and just, and just slowed down for a second because there's, there's two things that if we're just always after knowing how to get done, I love how you separated it to an end goals and means goals, right? 2 (16m 46s): Knowing and having clarity, clarity gives confidence. And one thing that you did Marcus, as a, you clarified your mission, right? When you have a mission and usually mission is people oriented. It's not, Sell for you. You have a mission, you know, you're people and you know what you want to deliver them to or deliver them from when you have a mission. The what this is going to sound dumb. 2 (17m 17s): I don't care how that sounds, dude. And we're, we're now engaging the power of love to get someone moving from one place to another. And that brings a whole different energy to what we're doing. And it removes the grind. And I know there's a little bit of mythology around the grind and I want to get to that in a moment, but something else you said kind of struck me. And the other day I was, I was working with somebody who's the head of up a sales organization is like, well, how much he's going through major? How much should be done here in here? And I'll make, what, what do you think? And he said more and like, tell me more 1 (17m 50s): Is like, well, more than what's happening now. I'm like more, what would define Moore? Here's the problem? And its just like, like when you have the means goals more, how will you know, when you got to more, what happens at the end of that finish line while there is more, it never goes away. It's a, it's a great, a hamster wheel of life. It's chasing the horizon in the reality is, is that we can, we can step up to An own specifics and we can say what we want without more, as a cop out for basically if you say a number and you don't hit it, then you feel sucky or you can write And and I, I think Maura's just being lazy in. 1 (18m 32s): So I just wanted to reflect that because I know that someone listening right now is, is I've done that a thousand times dude. And you just mentioned it with the means and ends and kind of, those is not like those goals kind of like where they're it's the trip, it's the, this and its like, Hey, Y I just finished a second grade O so you can get the third grade. Well, why didn't just finish the third grade. There is always that carrot thats out in front of us that we didn't put there in Marcus you, you decided what yours was. And I wanted to, I just wanted to dance with you a little bit there and, and I love it. 1 (19m 9s): What drew me to you was is your, your view of sales and I'm the whole itchy suit thing. Not just wearing it, but actually feeling like, is this me? Why do I have to act like this weird guy in you misspelled recently at some myths that it takes to, Oh, if I, if I'm in sales, I have to be this. And...